Prospecting and qualifying Preparation/pre-approach Approach Presentation Overcoming objections Closing the sale Follow-up
Step 1: Prospecting and qualifying Before planning a sale, do your research to identify the people or companies who might be interested in your product or service. This step is called prospecting, and it’s the foundational step for the rest of the sales process. A lead is a potential buyer. A prospect is a lead that is qualified or determined to be ready, willing and able to buy.
Step 2: Preparation/pre-approach Before making a sales call, email or visit, it is important to do your homework by researching your customer and planning what you are going to say. A good salesperson researches a prospect, familiarising with the customer’s needs and learning all the relevant background info about the individual or business.
Step 3: Approach This is where you make a first impression. You do this by introducing yourself, explaining the purpose of your call or visit, and establishing a rapport with your prospect. First impressions are crucial to building the customer’s trust. You work to establish a rapport with the customer first. There are three common approach methods:
Premium approach: Presenting your potential client with a gift at the beginning of your interaction Question approach: Asking a question to get the prospect interested Product approach: Giving the prospect a sample or a free trial to review and evaluate your service.
Step 4: Presentation Your research and preparation pays off during the presentation, when you propose your sales solution to your prospect.
By the time you are ready to present you will understand your customer’s needs well enough to be sure you are offering a solution the customer could use. The presentation should be tailored to the customer, explaining how the product meets that person or company’s needs.
Step 5: Handling objections After you’ve made your sales presentation, it’s natural for your customer to have some hesitations or concerns, known as objections. Good salespeople look at objections as opportunities to further understand and respond to customers’ needs.
Step 6: Closing the sale The important – and sometimes challenging – part of the sale is closing it! This is where you actually have to ask if the potential customer is willing to make the purchase. If your customer has been convinced your product or service will meet their needs, you close the sale by agreeing on the terms of the sale and finishing up the transaction.
Step 7: Follow up OK, so you’ve made the sale. While it might seem like you’ve accomplished your goal, the customer journey continues. Follow-up is an important part of assuring customer satisfaction, retaining customers and prospecting for new customers. This might mean sending a thank you note, calling the customer to make sure the product was received in satisfactory condition, or checking in to make sure a service has met the customer’s expectations.
Answers & Comments
The 7 step selling process comprises:
Prospecting and qualifying
Preparation/pre-approach
Approach
Presentation
Overcoming objections
Closing the sale
Follow-up
Step 1: Prospecting and qualifying
Before planning a sale, do your research to identify the people or companies who might be interested in your product or service. This step is called prospecting, and it’s the foundational step for the rest of the sales process. A lead is a potential buyer. A prospect is a lead that is qualified or determined to be ready, willing and able to buy.
Step 2: Preparation/pre-approach
Before making a sales call, email or visit, it is important to do your homework by researching your customer and planning what you are going to say. A good salesperson researches a prospect, familiarising with the customer’s needs and learning all the relevant background info about the individual or business.
Step 3: Approach
This is where you make a first impression. You do this by introducing yourself, explaining the purpose of your call or visit, and establishing a rapport with your prospect. First impressions are crucial to building the customer’s trust. You work to establish a rapport with the customer first. There are three common approach methods:
Premium approach: Presenting your potential client with a gift at the beginning of your interaction
Question approach: Asking a question to get the prospect interested
Product approach: Giving the prospect a sample or a free trial to review and evaluate your service.
Step 4: Presentation
Your research and preparation pays off during the presentation, when you propose your sales solution to your prospect.
By the time you are ready to present you will understand your customer’s needs well enough to be sure you are offering a solution the customer could use. The presentation should be tailored to the customer, explaining how the product meets that person or company’s needs.
Step 5: Handling objections
After you’ve made your sales presentation, it’s natural for your customer to have some hesitations or concerns, known as objections. Good salespeople look at objections as opportunities to further understand and respond to customers’ needs.
Step 6: Closing the sale
The important – and sometimes challenging – part of the sale is closing it! This is where you actually have to ask if the potential customer is willing to make the purchase. If your customer has been convinced your product or service will meet their needs, you close the sale by agreeing on the terms of the sale and finishing up the transaction.
Step 7: Follow up
OK, so you’ve made the sale. While it might seem like you’ve accomplished your goal, the customer journey continues. Follow-up is an important part of assuring customer satisfaction, retaining customers and prospecting for new customers. This might mean sending a thank you note, calling the customer to make sure the product was received in satisfactory condition, or checking in to make sure a service has met the customer’s expectations.
Copy the first sentence nalang po or the important one